商務(wù)談判英語：老將初次過招談判

Dan Smith是一位美國的健身用品經(jīng)銷商，來向Robert Liu的公司采購貨品。這是他們第一次交手。在短短幾分鐘的交談中，雙方都感到對方是久經(jīng)沙場的老將。談判就在拉鋸中開始了。雙方第一回過招如下：

D: I#39;d like to get the ball rolling（開始）by talking about prices.

R: Shoot（洗耳恭聽）. I#39;d be happy to answer any questions you may have.

D: Your products are very good. But I#39;m a little worried about the prices you#39;re asking.

R: You think we should be asking for more? (laughs)

D: (chuckles) That#39;s not exactly what I had in mind. I know your research costs are high, but what I#39;d like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I don#39;t know how we can make a profit with those numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business--volume sales（大筆交易）--that will slash your costs（大量減低成本）for making the Exec-U-ciser, right?

R: Yes, but it#39;s hard to see how you can place such large orders. How could you turn over（銷磬）so many? (pause) We#39;d need a guarantee of future business, not just a promise.

D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this further.

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